What you'll learn
Manage the influences that might derail you in a negotiation
Overcome the anxiety that you sometimes feel at the bargaining table
Assess how incidental anger can impact your negotiation
Predict how your counterpart will react to concessions during a negotiation
Frame a task, message, or point of view that improves your own decisions and the decisions of others
How many among of us have carefully planned for a negotiation, only to end up with a very different outcome because we got caught up in the “heat of the moment”?
In this one-day program, Harvard Business School professor Francesca Gino shares her research findings into what causes us to become sidetracked in negotiations—and provides a proven framework for effective decision-making.
In addition, you’ll examine the three sets of forces that influence decisions in ways we often fail to anticipate:
1. Forces within ourselves: These include our beliefs about our competencies and abilities; the effects of emotions on unrelated decisions; and the consequences of having an overly narrow focus when evaluating information and making decisions.
2. Forces from our relationships with others: These include our inability to put ourselves in others’ shoes; how sharing superficial features with someone (such as having the same first name) colors our viewpoint and decisions; and how we are affected by comparing ourselves to others.
3. Forces from the outside world: These include the effects of irrelevant information on our decisions; why subtle differences in the way a question is framed can lead to different solutions; and how the structure of our environment can cause us to veer off track.
Through a combination of self-assessments, case studies, mini-lectures, and quick, in-class-exercises, you’ll identify the tools and techniques for effective decision-making, and learn how to maximize your negotiation and persuasion skills to obtain your desired outcome.